People are the contacts you've decided to engage in business with. They might be a customer who's ready to formally evaluate your product or service, or they might be more of a partner or vendor you work beside. If you're a B2B operation, you may create company records related to your people records for context around the business you're working with.
People, companies and opportunities (which we'll learn about in the next module) are often created as the result of leads getting qualified. They can also be created from scratch.
In this module, we'll tackle the following:
People are the contacts you've decided to engage in business with. This could be a customer who's ready to formally evaluate your product or service, or a partner or vendor you partner with in a business deal. People may be converted from a qualified lead, or you might not use leads at all and just add your contacts directly to ProsperWorks as people.
You'll access people from this icon in the left-hand menu:
A company is a business entity that is ready to formally evaluate your product or service, or a business entity you've worked with in the past who you might work with again in the future. A company could be a business, a school, an association, or any other entity that links people together. Company records are often related to people records, as you need a human contact to speak on the company's behalf and move the business deal forward.
You'll access companies from this icon in the left-hand menu:
Understand the relationship between these records
Take a look at the images below:
There are two key take-aways from the images above:
1. A lead can be converted into a person. You can create a related company and/or opportunity record in the process. We'll learn more about opportunities in the next module.
2. A person, company and opportunity can be related to one another.
Let's look at some examples:
You're a B2B company selling office coffee machines. You want your coffee machines to operate in the Megatropolis Inc. offices. You create Megatropolis Inc. as a Company, but we all know you can't talk to a building. You need a human contact to make the sale. So you add Jane Smith, head of People Operations, as a person associated with the Megatropolis Inc. company record. You want Jane to buy two coffee machines - one for each floor - so you create an opportunity for two coffee machines, which you can begin moving through your pipeline.
Here's another example:
You're a non-profit soliciting donations for your cause. You're in talks with the Milliondorf Family Trust, so you create them as a Company. Molly Milliondorf manages the Trust, so she's your Person associated with the Milliondorf Family Trust company. The Opportunity is a solicitation of $10,000, which you associate with both the person and the company as you move it through your pipeline.
In each case, you might have started with Jane at Megatropolis and Molly and the Milliondorf Family Trust as leads until you confirmed it was mutually beneficial to pursue a business deal.
Define your Workflow
Use the following prompts to brainstorm how you'll use these records:
- If you used leads, these will be directly converted into people. If you don't use leads, people are still pretty essential to have in your system - you need someone to pay you for this transaction. Write down how your human contacts will relate to your opportunities. Are they buyers, donors, job-seekers, etc.? This will help you be swift and clear when deciding what people to add to your system later on.
- Decide if you'll use companies. A B2B company using ProsperWorks will definitely use companies, as they're selling to a business via the person who is their contact. A B2C company may choose not to add company records. Write down how companies would apply to your use case and relate to your opportunities and people.
Convert a Lead to a Person, Company or Opportunity
- Click a name from the 'First Name' column in your list of leads.
- Click the 'Convert lead' blue button on the lead's profile page.
- As we recall from creating a lead, all you needed was a name. If that's all you have in the lead profile, only a person record will be created from the conversion.
- If you want to create a company, enter a name in the 'Company' field.
- If you want to create an opportunity, make sure the 'create an opportunity for this contact' box is checked and fill in the 'Opportunity Name' and other details.
- When you're done filling in the person, company and/or opportunity details, click 'convert.'
All record types can be created the same way. Choose whether it benefits you to learn to create a lead, person or company, then follow the instructions below:
- Sign into your ProsperWorks account and click the '+' icon in the header.
- Select the record type you'd like to create from the drop-down that appears:
3. Fill in the details for this record in the pop-up window that appears. Click 'Save' when you're finished:
4. The resulting record will look something like this:
To the left, we have all the details you filled out when creating this person, plus any info we pulled from their publicly-available social media. In the center, you can track your interactions with this contact. To the right, we have the associated records and files that lend context to this person.
Advance to the next step: Establish your Pipeline and Create Opportunities